SmartCast Ep. 51 Hydrafacial

[00:00:20] Speaker A: Hey, this is Lacey with Smartcast, and I have Allie and Kim here with me today from hydrofacial. I'm so excited because we have a hydrofacial dinner tonight at the club in Kim's in town to present to the group. And so I am so thankful that you guys had time to stop in and be on the podcast today so that we can dive into a little bit more information about hydrofacial, which is one of our top performing services that we offer at smart skin and one of the options in our very popular membership program that we have. So thank you both for being here. [00:00:52] Speaker B: Well, thank you for having us. We're so excited. [00:00:55] Speaker A: So, Kim, the dinner tonight, tell me a little bit, like a little preview of what we can expect tonight. [00:01:03] Speaker C: I am so thrilled with the dinner tonight a because I do like to have a formalized sit down dinner. If you and I spend a little time and get to know each other a bit. I do like a good meal. [00:01:15] Speaker A: Me too. We can agree on that. [00:01:18] Speaker C: Birds of a feather. I'm so excited. We've only been here for a few minutes and I like you so much already. So tonight, a lot of this content is curated to what a lot of our providers have been asking for from hydrofacial. We're going to go over the science behind hydrofacial. There have been a lot of studies that hydrofacial has been a part of that we've conducted ourselves. So to show truly the efficacy and the outcomes of our treatment. So I'm excited to go over all of that with you and then how to optimize your client outcomes, too. I don't know if everyone will know this, but we do have a whole umbrella that hydrofacial falls under, and that's beauty health. And we have carav. We're going to go over our scalp health treatment, and then we're going to go over skin stylists, too. And I know that a lot of people, combination therapy is something that we, as estheticians aren't unfamiliar with. And so being able to talk to how we've seen these outcomes happen with microneedling, through skin stylists and with other laser treatments. With hydrofacial, I'm excited for everyone to see the proof in the pudding. It's got a lot of really great before and after pictures and the protocols that were followed. [00:02:28] Speaker A: I love that. So we are very big on combination therapy treatments. We layer hydrofacial with so many of our services, especially our ultrasound elite combination therapy that we do. We like to layer that the same day as hydrofacial our radio frequency treatments, we layer with hydrofacial, and absolutely we do hydrofacial in between. Our scarlet micro needling with radio frequency, our skin pin, our luminous little baby micro needling pin that we do. We really just think that that elevates their end result. And we'll a lot of times do hydrofacial in between, like Avi clear treatments as well. [00:03:05] Speaker C: That's beautiful. And here's the thing that I love about this is, I don't know if Ali told you, I'm a practicing esthetician, licensed in Georgia since about 2010, and I was always that girl chasing the dream of having that perfect skin off of one treatment and getting to spend a few years in the treatment room, it really can't happen. But being able to set a realistic expectation, and it was a bit of an educational transition for me. And having hydrofacial as one of the weapons in my arsenal, I brought that into the space that I was in, I think, in about 2017, 2018, being able to offer immediate glowing results with hydrofacial and seeing how it can complement the other treatments that I was offering. I was working with lasers like Cyton, all the different modalities that they have, BBL, halo. We did Ulthera as well, and microneedling, too. And seeing how it complemented those results and made them even better was fantastic. And just having those people that want to come in and not do something aggressive, but still get great outcomes, too, it was great to offer something to everybody. So that's why I love it. [00:04:16] Speaker A: Yeah, I love hydrofacial, too, because it's so customizable. I mean, there's literally nothing that you can't achieve with that. For every single person, no matter what age they are, what ethnicity they are, hydrofacial has got something for everyone. They've got all of the different booster options. They've got lymphatic drainage included with it. Now, we have always added led light with our hydrofacial, and now you guys finally have included the light stem, which is fantastic. So I just think that it's so great that you can create a plan for everybody. [00:04:53] Speaker C: And that's what I love about it, is you have a person that comes in and you do the proper consultation that we, as estheticians, know to do, and they figure out the timeline that they're trying to achieve their goals, what their goals actually are. And hydrofacial dances perfectly in between their entire routine, whether it be, you know what, I'm not the person who wants to do something super aggressive, but I want to see some great results. Setting that expectation and how hydrofacial is going to get them there is fantastic. I'm a huge proponent for doing the platinum hydrofacials, which include the lymphatic drainage, the booster selection, and the led light therapy. And then I'm a little extra. Ellie knows this about me. I am the guacamole to your Chipotle bowl. I love adding on the little extras. So doing, like, the little scalp treatment, the little hand treatment, while they're under the led, because I'm going to use, as an example, bridal prep. When brides come in and they're trying to get a treatment plan, I always think about those pictures that they're going to be taking on their day. You want to have their lips looking absolutely perfect because they're going to get that profile shot. So having their lips nicely exfoliated and plump looking would be great. It will complement any filler that they get beforehand. And that picture of them holding their bouquet, I don't know why every bride has to do that. I have a picture of me holding my bouquet. Do you have one holding yours? [00:06:12] Speaker B: Less than a year. [00:06:13] Speaker C: So you want to have your hands looking nice for that, too. So all the little extras that people might not exactly think about you can help them get their goals, but then also help them get those other things they might not be thinking about either. [00:06:24] Speaker A: Yeah, we love to do the lip perk to give an example of what it could look like with lip filler. And our revance rep just walked in for our lunch and learn. I'm sure he's super excited to hear us say that. We love to see that RHA in the lips. So when they can see exactly what it's going to look like with that lip perk treatment, then they're much more excited about getting their lips injected with an ha filler as well. [00:06:50] Speaker C: I think that's brilliant, and I think that's a fantastic way to approach it. I did something similar when I was in the treatment room. I had a couple of clients that would come in, a couple. And by that, I mean a lot of them that were very apprehensive about having needles in their face. Absolutely not. It's terrifying. I don't want to look crazy. You've seen those people on TV. You know the ones. And this one girl, I was like, you know what? Let me just try this. And it was the first time that I tried this approach, but I was like, let me just see what this is going to be like. So I was like, let me just do a lip perk on you. You've been a great client. I've been treating you for six months now. This is the least I can do for you, is throw this in. So I did the lip perk on her. She sat right up and she looked at her face and she was like, like, what room is your injector in? This looks really good. And I'm like, right. This is setting that realistic expectation. [00:07:37] Speaker A: Could you look crazy if you want to? Absolutely. [00:07:39] Speaker C: And who am I to judge? But do you want just that little bit of improvement and a little bit more fullness to your lips? That's where this is going to help you understand what this is going to look like. And this will help the overall outcome of your injectables at the end of the day, too. [00:07:52] Speaker A: Yeah, and I think, too with the boosters, especially the elastin booster, which is one of our favorite boosters that we offer because it allows them to get a concentrated version of a take home product that they can take home and take care of their skin in between their services with us. And the skincare at home is just as important, if not more important than their skincare treatments inside the office. So it's really great for us that we can give them a little bit of a sampling of what that would be like. [00:08:18] Speaker C: I'm so thrilled that that's your favorite booster because it's a fan favorite across the board. And I'm going to give you my comparison, or I guess what I call the Elastin Trihex Pro booster. This is the one. Do you ever watch HGTV? [00:08:32] Speaker A: Yes. [00:08:33] Speaker C: So this is the one that I call the flipper flop of our boosters. So, you know, the technology of the elastin Trihex pro technology, what it's going to do is it goes into the skin or it goes into the area and it clears out all of the gunk. So in the HGTV analogy, it's clearing out all of the stuff in the house so that you can make room for all of this new wonderfulness. And that's what this is doing is it's clearing out all of the old dead collagen that's not serving any purpose in our skin anymore, while at the same time helping to build stronger, better, new collagen and elastin, too. So that's what I call that. And when you pair that booster with all of these other modalities that you're offering in your space, it's just going to help them have a much greater outcome. Plus, let's not skip talking about the wonderful glow that you get from having that booster, too. [00:09:22] Speaker A: Yeah. Well, I think that you guys have a lot of really great options to customize the treatments. People that have dry skin, you have a booster for that. People that need brightening, you have a booster for that. And so they can really tailor their treatment to their specific needs, which is great. [00:09:40] Speaker C: And you're exactly right, because it's hard for me, and if you've ever listened to me talk about this, it's really hard for me to pick a favorite. It's like picking your favorite child. I have favorites for different seasons and different times in my life. When I travel a lot, the one that I reach for is the protec plus, because I've been in a lot of different measures of environment, your skin gets really asphyxiated. So having that booster with five different levels of hyaluronic acid is so necessary now, at the end of the summer and at the beginning of the summer, I'm going to be reaching for a brightening booster. I like the Murad vitacy. I'd love to hear what you guys like, but that's kind of how I prepare my skin for it. And then I might use that one consistently through the summer months because I have little ones at home. So I do spend a lot of time outside with sunscreen. So don't at me say that. [00:10:34] Speaker A: I really love to do a vitamin C booster right before flight, because when you're flying and you have all of that exposure to radiation and all of that, it's just really important to protect your skin as much as you can. And then, of course, I always recommend that our patients get a hydrofacial when they get back from vacation so that they can clear out all of those congested pores from their sunscreen because they're using all of that while they're there and sweating and all of that, and it just clears everything out really nicely. [00:11:04] Speaker C: Yeah, that's really smart that you say that. That's actually one of my favorite gunkies, is that post vacation gunky, because they think, you know what? I've been staying consistent with my hydrofacials. So one of these days I'm going to get to a clear gunky, and that's never going to be the case. We know that. But then when they've traveled to a whole new environment, the quality of the air is different. I had a person once that I treated, Lacey, who went to Africa for a month, and she did a safari, and so we missed one month, which I'm like, it's not going to kill you, but we're going to have some work to do when you come back. That gunky was a color that I had never seen before and I haven't seen since. And I was like, this is a true testament to the environment that you were in. And that's all I have to say about that. [00:11:48] Speaker A: Yeah, well, we live in Birmingham, which is one of the top most polluted cities in the US. So it's really important that they keep their skin really cleaned out here as well because of all the pollution. But believe it or not, hydrofacial is what really gets our teenage boys excited about skincare. We'll have teenage boys come in, like, kind of kicking and screaming, not wanting to be here, not excited, and then they see their results from their hydrofacial, and they'll tell their mom, hey, remember when you took me to that place? Can I do that again? Because I really could tell a difference. And they'll start coming in on a regular basis and be more consistent, and then they start asking for skincare products, and before you know it, they're, like, kicking their mom out of their membership and coming in their place. [00:12:32] Speaker B: I love it. [00:12:33] Speaker C: Oh, my God. Would you ever consider doing, like, a teenage membership for them or, like, a mom and then, like, an ab one? [00:12:40] Speaker A: So we do have a membership that can be shared with family members, and that one's 225, and they get four basic facial services a month, and that can be shared. But of course, our members can let their family or children come in in their place at any point, too. [00:12:55] Speaker C: Gosh, I love that. And it's so funny that because I feel like teenage skincare right now is such a hot topic. And I told Allie this, that over the weekend, I actually got to facilitate being a sage mom. My daughter was in Mary Poppins Jr. At her middle school, and I was backstage helping get all of the kids under control. And there were teenagers everywhere. And then it was really fun because they were like, oh, you're the one who's in skincare. And you're the one who keeps Alana's skin so good. They had so many questions about it, and they're like, we follow you. So I was like, and I hope that you listen to the things that I say, because social media is more than just having a presence. I hope that you heed the advice that I put out there. So it's just interesting how excited that they get about it. And, of course, I take my little moments when I have all of the attention of the kids. And I'm like, here's what you need to do. And I was like, if you really want a skincare routine, these are the things that you need to have your mom get from the store. I would love to see you on brands like this, but let's start small and then build as we go. And then I told them I'd be more than happy to do a little hydrofacial on them. And let me tell you, if hydrofacial was out when I was in my provider in the dermatology office days, I think I would have had a lot of different client experiences. I had teenagers that would come in. We were open at 07:00 so we saw a lot of people before they went to school. And doing extractions on a teenage boys, really, any teenager is probably one of the more challenging things that we do as providers, because I'm like, I feel like there's, do I do what your mom wants or what you want? I have mom here saying, keep doing it. And I feel like I need to find a middle ground. So if pain free extractions were in existence when I was a provider in those days, I think that things would have been a lot better. [00:14:43] Speaker A: Absolutely. We don't even offer extractions here. Like, if they want extractions, hydrofacial is our go to. In fact, my middle daughter, I have three children. I have a 16 year old, a 13 year old, and a ten year old. And my 13 year old had her birthday at the spa and brought three of her friends, and two of them got hydrofacials, and two of them got diamond glows. And these girls still to this day, talk about that birthday party and how much they enjoyed their service, and they wanted to know how much was it, because they want to come back and do it again. So it was just so cute to be able to introduce young girls to great skincare. And they all got little take home goodie bags with age appropriate skincare for them. And they love it. When we were closed down for COVID, I had one of those massage tables in my garage and a hydrofacial at the house, and we were doing what we call garage facials. And so my girls were getting hydrofacials. Jennifer was coming over with her boys and getting hydrofacials. My neighbor's kids were coming over and getting hydrofacials. So we were living it up while we were stuck at home. [00:15:48] Speaker C: And you know what? I think that's awesome that you had that whole setup. And I think that that was a fun opportunity for us to really hone in on how to take care of ourselves at home. However that looked, and I think that a lot, that actually created a whole really interesting consumer trend for us as providers too, seeing how people took that time to actually buy more products. I had an interesting conversation at a makeup counter. I was buying a lipstick, and they were like, we're actually selling out of a lot of our top lipstick colors because people are on Zoom calls, and they're like, it's quite the opposite where people aren't preserving their money. They're like, I am very aware of what I look like on camera, and now I need to do whatever I can to improve that. So I think another, I guess if we want to call it a silver lining, is that our consumer behavior has changed since that. [00:16:38] Speaker A: Yeah, well, they say, too, that lipstick skus are the one thing that goes up. Even when there's low funds available for people, they still want to do something to treat themselves, and lipstick is usually it. [00:16:52] Speaker C: I'm a living testament to that. I'm always that person who's like, you know what? I could use another nude lipstick. The 37 tubes that I have. Just start cutting it. I have to hide them now in my house. [00:17:04] Speaker A: Yeah. I definitely am a self proclaimed lip balm addict. If I see a new lip balm, I'm going to test it out. You guys have a good one. [00:17:14] Speaker C: We do. I love the lip perk. I think that the lip perk is absolutely amazing. I keep one in my desk. I've got one in my purse. [00:17:22] Speaker A: Well, the restore c lip like wand thing. Yeah, that's really nice too. [00:17:28] Speaker C: That one is really nice. I like the one. It does have a nice sheen. And then I love playing with lip balms too. I am that person who goes into Sephora and tries all of them. What's your favorite one, Ellie? [00:17:39] Speaker B: I would say right now I love the Dior lip oil. It gives a beautiful gloss. They have one that even matches the actual just pigment in your own lip, which is beautiful. I'm very simplistic. So something that I can keep in my car that's going to nourish and almost act as, like, gloss and a little bit of color at the exact same time, it's always a reorder. [00:18:01] Speaker A: We used to have a really great lip balm from a private label company that we have, but sadly, they went out of business during COVID So I've been, like, begging all of our skincare partners to create a new lip product. [00:18:14] Speaker B: You're so right. There really aren't that many out there. [00:18:17] Speaker A: And it's crazy, too, because people will buy it. Oh, yeah. Spend money on a great lip balm. Even with, like, elastin, I'm like, you have the perfect applicator for it because the enhanced tube that they use would be the perfect applicator. I was like, you can make something with the nectar and put something else with it. I was like, tell John to get on it. [00:18:39] Speaker B: We need this. [00:18:40] Speaker A: The people need this. [00:18:42] Speaker B: We agree. We agree. [00:18:43] Speaker C: I've actually used it as a lip balm before. I used it as prep before filler, and then I used it after, and then I just kept on because I'm like, I'm looking at shelf life, and I'm like, I don't know when I'm going to use this again for my next filler. So I used it as a nighttime treatment. I think that the lip balms that are out on the market right now for med spas, I feel like everyone's tried the image, and you really can't. Like, that one's. Like, everyone's tried it and then loved it. I can't think of a single person who doesn't really love it. I've tried a couple of the other brands that are out there. I actually have the lineage one that's TikTok famous right now, and I don't hate that one either. I think that one's fine, too. [00:19:22] Speaker A: I have an Eos, like, lip balm in a squeezy tube that I like it. If I had to choose one that would be as close to what we used to have, it would be that one. Okay. And it's in, like, a little blue bottle. It's pretty nice. [00:19:33] Speaker B: Oh, good to know. [00:19:34] Speaker C: I have to try that. I've tried one from PCA before, and I think that they try to sell that one to kind of pair as maybe prep before a chemical peel, because we're always taught to put, like, the lip balm in the corners and around the border of the lips and everywhere else that you need it. And I think that's the one that I have in my purse right now because I like it a lot. And you get a nice gloss from it, but it's not, I guess, tacky feeling if the wind blows and it gets stuck. Girl problems, I guess. [00:20:05] Speaker B: True. [00:20:06] Speaker A: So I think it was last year that you guys hosted a hydrofacial event at ocean. Was it last year or the year before last? [00:20:14] Speaker B: Crazy enough. It's two years. [00:20:15] Speaker A: Was it two years? Yeah. Well, we won the basket that year, and we divided up all the goodies that were in the basket and sage ended up with the robe. And when I tell you, that is the most fantastic robe, I went on Amazon and ordered one for myself at home because it was like the best quality ever. I loved it so much. [00:20:32] Speaker C: Oh, the circadia robe. I had that on this morning while I was getting ready. [00:20:36] Speaker A: Yes. It was so good. It's, like, really comfortable and it's the right. [00:20:40] Speaker C: Yep. [00:20:41] Speaker A: So it was great. So if y'all are doing a giveaway basket tonight, hopefully I'll win. [00:20:44] Speaker C: I know. And you know what's funny is circadia is a really fun line. I love their boosters, too. Yeah. That was a really fun event that we had. And I love that restaurant. I think we had looked at it and then the club ended up falling into our laps. [00:20:58] Speaker A: Well, I just went to Ocean last week, so I'm glad we're going somewhere different. [00:21:02] Speaker C: Perfect. [00:21:03] Speaker A: Although ocean is always really good. [00:21:05] Speaker C: I love seafood, so I'm never going to turn it down. [00:21:09] Speaker B: Agreed. And we have so many grid restaurants here in Birmingham. You need to stay longer. We need to pull you back. [00:21:13] Speaker A: Yeah, we do have a lot. [00:21:14] Speaker C: Not a far drive. I could come back. We can make this a week long thing. [00:21:18] Speaker B: Right. [00:21:19] Speaker A: So tell me, do you have a lot of other accounts that have the volume in hydrofacial that I feel like we do so many hydrofacials. Is that normal? [00:21:34] Speaker C: I think you have to figure out how. So I'm more on the training side. So I'm going to lean on Allie a little bit for know on what she might have in her territory. But we do have a lot of offices that have a lot of estheticians on staff that do a large volume of hydrofacials. I actually see a lot of solo estheticians that have built their business from the bottom up with just a hydrofacial device. [00:22:00] Speaker A: I can say that that's true because I have some cute little girls that just graduated from body logic that have purchased hydrofacial devices, and that's like the device that they start out with. [00:22:12] Speaker C: Yeah. And I think it's a smart decision to make. I spoke with a girl last week. I'm actually doing a live with her this week. Her name's Abigail, and she graduated from aesthetic school a little over seven years ago, went to a trade show because that's what you do when you get out of aesthetic school. You kind of see what's out there and what you want to get. And she said that her mom and her aunt were at the hydrofacial table and they're like, abigail, come over here. You got to get this device. And she was like, this is my first foray into this, and I'm actually going in and starting my own business. I'm not going to join a team. I'm graduating and starting my own thing. And sometimes I think this is a good storyline, that sometimes you just got to listen to your mom, because she's like, you know what? I'm just going to do this. I'm going to buy this device. And she did, and she was like, that was probably one of the best decisions I've made. She does, I think, probably six plus hydrofacials every single day. And it's amazing to see that kind of volume. She's a solo esthetician. She doesn't have anyone else on her team. And to see if people can do that by themselves, imagine what a team like yours can knock out. [00:23:19] Speaker A: Yeah. Like I told you, we have a membership program. Hydrofacial is one of the options, and it's definitely one of the drivers for people wanting to sign up for the membership because of the added value that they get. And of course, they don't do hydrofacial every single month or for every single service, but it's definitely something that they're excited about having the option to choose from. So hydrofacial has 100% helped us build our membership base. [00:23:44] Speaker C: I'm glad to hear that, because I think that I'm proud that hydrofacial as a brand has now become a household name. People several years ago were calling spas specifically asking for a hydrofacial, and now. [00:23:58] Speaker A: It'S become trademarked hydrofacial. [00:24:00] Speaker C: Yes, exactly. A trademarked hydrofacial. So people were having to turn people away because they didn't have the trademarked hydrofacial. So I'm glad that we have that kind of recognition within the consumer community when they're basically neophytes to getting aesthetic treatment. So that's exciting to see. And then seeing that you guys offer as almost just one of the foundational services in your practice, I think, makes it that much more exciting, too, because they'll have those months where they're like, I don't want to do anything too aggressive this month, or, oh, shoot, I forgot that I've got a wedding next weekend and it's time for me to use my service. Let me get something to get me ready for that. You guys have all of these weapons in your arsenal to help them get ready, whether it is for something with no downtime or something that's going to complement them, regardless of what their weekend is going to look like. [00:24:48] Speaker A: Yeah. We've had hydrofacial for a very long time, actually. My cousin Barrett, when he was in high school, was working with us part time, and he was our model whenever we demoed the hydrofacial for the first time. And he's married with a child now. Amazing. [00:25:04] Speaker C: What a Barrett thing. [00:25:05] Speaker A: How long ago do you think that was, when he was in high school? 1516 years ago. Yeah. Wow. So we've been partners with hydrofacial for at least 15 years. [00:25:16] Speaker C: Amazing. [00:25:17] Speaker A: So a long time. And hydrofacial as a company has come such a long way since then, too. Jade Rosetti was actually our training rep at the time. She was an independent contractor. She's still a client of y'all's. She was at the hydrofacial event at ocean two years ago when we had that. She and I are still friends today. I remember her. And the company in general has just come so far since then. And the support that you give your customers now is on a totally different level than it used to be. I used to joke it was like hydrofacial rep of whatever year it was. And now, even if you move to a different territory, they're still within the company. And then the last rep that you guys had, we actually bought her condo. My brother lives in it today. You can't get rid of us. No, you can't. We actually were doing the tour of her condo. She had the cindeo in her closet, and we were like, hey, can we tell me a little bit about that one? And so she ended up selling us three hydrofacial Sundayos and her condo. [00:26:24] Speaker C: Well, that's a good sale, isn't it? I think that's a win. [00:26:27] Speaker A: It worked out pretty good for her, for sure. [00:26:30] Speaker B: Well, I think we've been also on our end, so fortunate to be partners of you guys, really kind of from the start, too. And so you guys are such a model for us on a global level, speaking to kind of like we were about tonight, and just how hydrofacial is such a beautiful complement to so many other services that you offer here at smart skin. And that's why I think clients like you are so successful, because you really speak to that value of this being such an amazing, transformative treatment, but also can be on that foundational level, but also can be paired with literally everything you're doing to enhance those patient outcomes. So I think when you really connect those dots, it's really the ultimate key for success for not only you as a business, but also for your patients. Outcomes too. [00:27:14] Speaker A: I think so, too. And I think the last time that you and I met with Tiffany, was it Tiffany? Yeah. We found out we were at that time. I don't know what we are now, but we were number 17 in the nation. [00:27:26] Speaker B: That's right. [00:27:27] Speaker A: And so I met a friend of mine, or I met a guy who is in private equity, and he's over several different med spas in the Chicago area. And when I told him that we were number 17 in the nation, you could see that competitiveness come out in him. And he was just like, what do you mean you're number 17? And I was like, we're just a little spa in Birmingham, Alabama. And if we can be number 17 with hydrofacial, that's a lot of hydrofacials. [00:27:57] Speaker C: That's a lot of hydrofacials. And when you think about the number, did you say in the nation or in the world? [00:28:03] Speaker A: In the nation. [00:28:04] Speaker B: That's just the nation. [00:28:05] Speaker C: Okay. Yeah. When you think about all of the hydrofacials that we have, all the hydrofacials accounts that we have in the whole country, I'd love to see where that falls in the percentage of things, because that's a pretty big deal. So, I mean, major kudos to you guys on how you're driving your business, how you've built everything. It's obviously working out to be a huge success for you and having a huge impact, and we're thrilled to have you as a part of our hydrofacial provider team. I kind of want to go across the street and see what things are like over there. [00:28:34] Speaker A: Yeah, we'll definitely do that. Whenever we finish up here, I'll be happy to show you all of our treatment rooms and everything. And we have a big team and we've come a long way ourselves. When my mom first started out in the industry, she was in a 640 square foot space with two treatment rooms. She was the only provider that we had. We had one bathroom. She was taking laundry home every day. And then she had someone answering the phones for her. And then now we have 3500 sqft, like 13 treatment rooms, eleven estheticians, a nurse practitioner, an RN, an MA, and three full time injectors. So it's definitely grown over the years and we expect to continue to grow, even into other markets. So we're really excited about what the future holds for smart skin and our growth in our partnership with you guys as well. [00:29:25] Speaker C: Well, we're thrilled. And I have to say there's something beautiful about hearing the humble beginnings of businesses whether it be from the person who started it to really where the business started in the very beginning. And similar to a story that I heard from our interim CEO, Marla Beck, who founded Blue Mercury when her and I were preparing for our interview for our global sales meeting this year, she was talking about how she know, not afraid to go in there. She was like, I founded this company and I wasn't afraid to go in there and answer the phones myself. And between clients, I was flipping the beds for people. I was taking time to do laundry for them, too. And it's so inspiring to see this woman who is now at the very top, who didn't have to do all of those things. She wasn't afraid to get her hands a little dirty. So it helps you as a business professional, I guess, appreciate all of the work, all of the little working details that go into things, rather than it just being done without you having to worry about it. You can appreciate all of it. Absolutely. [00:30:26] Speaker A: And I'm a licensed esthetician as well. I'm not a provider anymore, but I have worked in the treatment room just because I think it's very important to be able to understand all areas of the business. My mom's a licensed esthetician. My daughter is apprenticing under me now. She will actually be a licensed esthetician before she graduates high school. She also wants to know what to do in a treatment room just to understand it. But she's more like me. She likes the operations side of the business more. But we are of a firm belief that you don't ask your employees to do anything that you're not willing to do yourself. So you're going to see me and they're helping to fold laundry, and you're going to see me helping to take out the trash, and you're going to see me unboxing and putting away skincare products and hydrofacial shipments. We're a team at smart skin, and we all work together and we all build each other up and we finish strong together. [00:31:23] Speaker B: And that's so evident. I feel like anytime I walk in the front doors of your space, you're always greeted with the biggest smile, with such an amazing staff that knows every treatment, can give a beautiful consultation right there at the front desk. And I think that's just so amazing that you really empower your staff, from your estheticians to whomever is behind that computer right at the front desk, to know everything and really be passionate about what they do. [00:31:47] Speaker A: I say this all the time, but the front desk is the most important position that we have within the spa. They are clinically trained and certified on every single skincare product, every single service. They have to know everything about everything. And then they still have to schedule appointments, reschedule appointments, give rewards points, checking in and checking out injectables patients. They have a ton of responsibility and they kick butt. They know what they're talking about. You can't get anything past any of them. They're fantastic. [00:32:18] Speaker B: I sent one of my best friends not too long ago that just got married last weekend in for an injectable consult. And she called me after and was like most phenomenal place. Walked out with three skin products that I didn't even think I needed and was the most beautiful bride. And just, again, speaks to your amazing front desk staff that even though it was an injectable consult, she still was able to get that attention of what she needed before she was getting married and was so pleased. [00:32:45] Speaker A: That's awesome. I love that. Well, thank you both so much for coming in and chatting with me about hydrofacial. And I look forward to taking you across the street and showing you a quick tour of the spa, and then I'll let you guys go and get prepared for tonight. Heather and I are so excited to come and take part in what's going on tonight, and that way we can come back and share with the rest of the team what we learned. [00:33:08] Speaker C: Well, thank you so much for having us. [00:33:10] Speaker B: I'm so excited. [00:33:11] Speaker A: Thank you for joining us on today's episode of Smartcast, and we'll see you next week.